Drive B2B Growth with a Customer-Centric Approach in Product-led Growth Strategies with Aaron Bird (Inflection), Laura Schaffer (Amplitude) and Francis Brero (MadKudu)

The Stack

Traditional paradigms in the rapidly changing landscape of B2B enterprises are being challenged by the emergence of a potent growth model – Product-Led Growth (PLG).

So, what is PLG, and how can B2B companies harness its power to stay afloat, thrive, and drive customer-centricity in an increasingly competitive market?

In this episode, Dan invites a lineup of product experts, including Aaron Bird, CEO at Inflection, Francis Brero, Chief Product Officer at MadKudu, and Laura Schaffer, VP of Growth at Amplitude. They will explore the PLG paradigm in-depth, uncovering the strategies and insights shared by industry leaders to illuminate its significance and unravel the enigma that is PLG.

Main Takeaways

• PLG has reshaped traditional sales processes, but it isn't a one-size-fits-all solution and may not suit highly complex products.
• Understanding the distinction between user engagement within the product and executive decision-making is crucial for successful PLG implementation.
• Product analytics is fundamental in PLG to track user behavior accurately and effectively and tailor engagement strategies.
• Craft highly relevant self-serve experiences by utilizing product analytics, aligning user onboarding with intent, and leveraging data for strategic decisions.
• There are diverse opinions on limiting signups to professional emails in PLG, weighing against spam risks and resource management.
• For B2B offerings with complexities, provide demo accounts and sidecar products to introduce guests to the full product suite in a nuanced way.
• Sales in a PLG motion come into play when identifying users' readiness to transition into paying customers, faceted in a customer success approach.
• Foster a sales force that excels at guiding customers through the product, not just the deal, by seamlessly integrating sales and product experiences.

Tools Mentioned in this Episode:

• Amplitude
• MadKudu
• Inflection.io
• HubSpot
• Marketo
• UTM.io
• Superhuman

Join us next time as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.